Topic presented at the Business Fundamentals Bootcamp in Boston March 6, 2015 Most startups don't fail at building a product. They fail at acquiring customers when they launch. Traction shows the world and investors that your startup is viable and a good investment opportunity The fact is most young businesses don’t achieve enough traction in the market. They’re trying hard but the ideas and tactics that they’re using just aren’t working. And they don’t know why. The problem is more than a tactical one. Just changing tactics or increasing the marketing budget will not fix your revenue and customer acquisition problem. Achieving a business growth is done by design with a clear plan. In this workshop we’ll show you the steps you can take to energize your business and ignite revenue growth. What Attendees Will Learn • Why their current efforts to grow seem to be falling short • How to better formulate strategic plans to adapt the company for rapid growth • Ten steps that can be employed to accelerate revenue • How to get marketing and sales working together to maximize ROI • How to stay focused on consistent growth • Practical ideas you can employ immediately to get the company back on a positive growth curve.

1. Stephen N. Davis
“Partnering With Clients to Drive
Sustainable Profitable Growth”
IGNITE YOUR
BUSINESS
GROWTH
How to Get Traction
for Your Startup

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Start-ups Fail

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87.5%
Most Plans Fail
COMPANIES FAILED TO ACHIEVE PROFITABLE
GROWTH, ALTHOUGH MORE THAN 90% HAD
DETAILED STRATEGIC PLANS.
Source: Bain Consulting Study – Harvard Business School

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Start-ups Fail

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Start-ups Fail

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Start-ups Wait Too Late
to Find Customers

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Focus on Customers
& Markets From Day 1

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Get Out and Talk to
Potential Customers

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Start-ups Wait Too Late
to Find Customers

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Start-ups Fail

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Don’t Focus on ALL
Potential Buyers

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Establish a
BEACHHEAD

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Find Passionate
Customers

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Brand Ambassadors

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Build the
Buyer’s Profile

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People Don’t Strive for
the Unknown

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People HATE Change

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They Protect
the Status Quo

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What’s The
Buyer’s Journey?

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What is Their PAIN?

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What do They FEAR?

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What Can They GAIN?

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What Do They
Care About?
Value
Consumer Business
Health
Status
Environmental
Family
Finance
Convenience/Time Saver
Usability
Lower Risk
Saving Money
Productivity
Customization
Customer Engagement
Market Penetration
Competitive Advantage
Increased Sales

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Where Do You
Find Them?

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Who or What
Influences Them?

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How Do They Want to
Engage and Buy?

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Who is Involved in the
Purchase Decision?

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Buyer’s Cycle
is the Key

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Align Marketing
& Sales

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“Your
Marketing Leads
S*CK!!!”
Sales Says

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“We Send
Qualified Leads
To Sales &
They Fall into a
Black Hole”
Marketing Says

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= $57,000
Source: IDC Sales Enablement Research
Additional Revenue Per Year
10 More Min/Week

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Source: MarketingProfs
5.4%
Faster Growth Year-to-Year Basis
Than Competition
Better Aligned

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Source: MarketingProfs
38%
Better at Closing than
Non-Aligned Competition
Close More Business

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Source: MarketingProfs
36%
Less Customer Churn
Than Competition
Less Customer Churn

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Sales & Marketing View
the World Differently

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Marketing Looks for
Mr. Right

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Sales Wants
Mr. RightNOW

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You End Up With
When There isn’t a
Common Profile

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Jointly Define a
“Sales-Ready Lead”

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Develop Sales Tools
Specific to Buying Cycle

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New Lead
Registered Lead
Phone Ready Lead
TeleQualify Leads
Sales-Validate Lead
Demo/Meet/Proposal
Enter Sales Forecast
Closed Deals
Hand Off
to Sales
BuyingCycle
Lead Nurturing
Have a Formal Lead
Management System

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Develop a Customer
Retention Program

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Post Mortem
On Lost Business

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Lost Customer
Reactivation Program

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Test, Prove then Scale

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Start-ups Fail

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Fine Tune

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Driving Profitable Growth

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Driving
Profitable Growth
We help companies optimize business
development and marketing; accelerate
sales; and seize the most attractive
growth opportunities.

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CXO Advisory Group
 CXO Advisory Group is a strategic operations advisory
and management firm comprised of proven C-level
executives with both breadth and depth of experience.
 CXO Advisory Group Team members have achieved
success in positions ranging from: President/CEO to
COO, and VPs of Sales, Marketing, Corporate
Development and Human Resources.
 Has proven success in business development and in
building US sales and distribution channels

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How Can We Help You?
Business Strategy Services
• Audit business practices and organization
• Evaluate product and pricing strategies
• Evaluate effectiveness of sales channel
• Assess effectiveness of existing sales and marketing
programs
Market Entry Program
• Analyze competitive landscape
• Market launch strategy and plan
• Channel strategy and programs
• Establish sales channels
• Generate sales and manage relationships
• Identify and develop strategic partnerships

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Sales Channel Management
• Review and revise sales channel strategies
• Channel partner identification, prospecting and recruitment
• Eliminate channel conflict
• Channel contract development and negotiation
Interim Management Resources
• Interim CEO, COO, CMO, CSO
• Interim VP of Sales and Marketing
• Consultant on staff
• Launch team coaches

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Venture Advisory Services
• Fine tune operations, business strategy and market entry
• Assist with due diligence
• Strategic business assessment of portfolio companies

60. Phone: (508) 528-7571
Email: sdavis@cxoadvisorygroup.com
Website: www.cxoadvisorygroup.com
Linkedin: www.linkedin.com/in/stephendavis
Twitter: twitter.com/stephendaviscxo
Stephen Davis
Interim COO/VP Sales & Marketing |
Business Consultant | Sales Channel and
Business Development Expert | Author &
Speaker
Contact Information:
“Partnering With Clients to Drive
Sustainable Profitable Growth”